Table of contents for Honesty sells : how to make more money and increase business profits / Steven Gaffney and Colleen Francis.

Bibliographic record and links to related information available from the Library of Congress catalog
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Introduction Another Book on Sales? Why You Need
to Read This Book                   xv
CHAPTER 1  Top 10 Sales Hall of Shame: When Bad
Salespeople Go Even Worse              1
CHAPTER 2  Honesty-The Best Policy for Closing
Sales and Growing the Business        13
CHAPTER 3  The Startling Truth about Why
Honesty Sells                         21
CHAPTER 4  Being Honest with Yourself           35
CHAPTER 5  The Hidden Costs of Communication
Breakdowns                            47
CHAPTER 6  Just the Facts-How Assumptions
Impact Sales                          55
CHAPTER 7  Be a Life Giver                      81
CHAPTER 8  Getting the Truth from Everyone         93
CHAPTER 9  Referral Selling: Ensuring Honest
Relationships from the Start           103
CHAPTER 10 The Start of Your Selling Relationship:
Getting Started with an Honest Foot
Forward                                117
CHAPTER 11 Close More Sales by Acknowledging
Your Clients                           127
CHAPTER 12 The Honest Way to Close More Sales.
More Often. More Quickly.              137
CHAPTER 13 Overcoming Objections and Questions    145
CHAPTER 14 Turning a Onetime Client into a
Lifetime Client                        161
CHAPTER 15 Remember to Practice Honesty Internally  183
CHAPTER 16 Some Final Thoughts                    191

Library of Congress subject headings for this publication: Selling Moral and ethical aspects, Honesty, Business ethics